Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s. While working with a client last week it became obvious that we are moving into the time to  prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing;  their 2012 Sales Kick Off meeting.  .

'June 20 th , 8 am to 3 pm PDT, the Inside Sales Virtual Summit launches as the world’s largest online sales summit. Tracks include inside sales, marketing, social, sales, and business. Be a part of the biggest online professional sales event ever! Inside Sales Virtual Summit. Or is Sales the New Marketing?” 

Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader  Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. Quality  sales leads matter. If you wish to do  sales lead generation online , contact the  B2B lead generation experts at Find New Customers. Jeff Ogden.

by Melissa Madian | Tweet this I’m a sales person’s worst nightmare. It’s my job to research new selling techniques, dissect sales processes, and apply the techniques so our sales team can sell more, sell better and sell faster. So I’m sharing tips on what I never want to hear on a sales call.

For years, the prevailing thinking in sales has been oriented around relationship sales. The access to information, which was once mainly managed by sales, is now open to all. So where does that leave the discipline of Sales?

Editor’s Note: Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance measure software company. Here’s how you can eliminate the blame game and focus on efficient demand gen accountability: Create a service level agreement between marketing, inside sales, and field sales.

How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. Prospecting Sales 2.0 Listening is key. It works!

Sales Leadership: The Importance of a 2011 Sales Kick Off Meeting. Perhaps 2010 was great year for your sales team or perhaps it was a struggle and a disappointment. In either case starting to plan your 2011 sales kickoff event is an important action during November. You could tie the theme into your #3 sales contest. 

CEOs need to look at the economics of competitive market dialogue holistically, with Marketing and Sales working together to walk customers and prospects through the buying cycle as economically as possible. A (relatively) small technology investment will help sales and event professionals work smarter. Invest in working smarter.

The Future of Your Sales Team      . This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. If Jonathan is right, your current sales process, current sales team and management systems will begin to change over the next 18-24 months.  

The company’s justification for this claim is that it adds sales-marketing alignment to standard marketing automation features. Flows can be shared with sales users, with some or all features locked down to prevent unauthorized changes. This is happening to some extent, but not as quickly as I had expected. MindMatrix is one of them.

This is the fifth post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.). The Buzz CRM Sales Technology Social MediaBy Miranda Weigler and Erin Frager. Anyone in a company that uses Salesforce is acquainted with ‘Chatter’, the social function enabled by the CRM software.

My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.

In answers to this The Challenger Sale presents new concepts (backed by research) which are very interesting and offer insight into the potential of solution selling that businesses are just beginning to realise. This is where this sales and marketing journey has all been leading too, especially so for the complex sale. Sales

Strategic sales managers know they must be creative when it comes to developing a sales strategy. With fewer opportunities in most pipelines these days, salesforce management is increasingly focused on executing brilliantly on each and every sales opportunity.  . Certainly, this number can vary. Move up and move ahead!

In answers to this The Challenger Sale presents new concepts (backed by research) which are very interesting and offer insight into the potential of solution selling that businesses are just beginning to realise. This is where this sales and marketing journey has all been leading too, especially so for the complex sale. Sales

Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.

If you type “shorten the sales cycle” into Google you get over 200,000 hits with tips and tricks to get customers to close faster. But I will argue that a shorter sales cycle actually shouldn’t be your goal. realize this may cause your sales metric dashboard to implode, so let me explain. From contact to close in 2 weeks!”). 

Leads: every sales person wants more of them and every marketing professional feels pressured to produce them. Research from the Kellogg School of Management and MIT quantified the effect of response time on the value of web-generated sales leads. Not just any leads though. The good leads. The qualified ones. You are impressive.’

A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  Become a Detective : In sales management workshops we always talk about “inspect what you expect”.  Acumen Management Group Ltd.

Sales Leadership: The Need for Fresh Air. This is not an unusual practice for me as our client base can be in multiple time zones around the world; the issue was I had 2 from a sales manager from the Eastern Time Zone that had come in after 9pm. Ken’s latest book is “Leading High Performance Sales Teams”. 3f4qb8v9ge.

At the recent IDC Directions 2010 conference - there was a lot of buzz about the Sales and Marketing disconnect in organizations and one of the phrases that caught my attention was - 'Sales is from Mars and Marketing from Venus'. Thinking deeper on this I realized that, maybe the title of John Gray's.

Facebook Lead Generation Lead Nurturing People Sales Social Business Intelligence Social Media Social Networking Strategy Thought Leadership Twitter. But a new RAIN Group report proves otherwise and shows that sales people that truly “connect” with buyers in this “always on” environment we live in to win more often.

In order to be most productive, sales people need to know what is expected of them in their role and what exactly they are going to be doing. As each competency was clearly defined and supported by a system for measurement, individuals were more accurately placed in the right job, improving overall sales productivity and performance.

As a sales manager you must not only educate your team on this, but monitor your team’s actual activity. Send them interesting sales ideas you have picked up via email (hint: this blogJ), send them a sales book, and work to find a lead for them-it must be a win-win situation.  Sales Leadership Training Sales Training

It used to be very clear where marketing ended and sales began: marketing’s goal was to get a prospect’s contact information, and sales would take it from there. Making Sales and Marketing More Social. Often, marketing departments don’t tell sales about the campaigns they’re planning. Tweet This!

Check out his entire post or (better still) join him and leading Sales 2.0 Social Media practitioners as they share their latest Social Media sales effectiveness secrets (alliteration anyone?) at the upcoming Sales 2.0 Four: Do they know the difference between virtual sales effectiveness and a virtual time sinkhole?

Ask any practitioner in B2B Marketing what their greatest challenge is and chances are they will say &# how to align sales and marketing.&# of  The Hottest B2B Marketing Insider Topics  are on sales alignment including  How To Align Marketing With Sales  and  Marketing Leads: Quality Vs. Quantity. Add the emergence of Sales 2.0

Some of the sharper criticism we’ve seen of the Challenger approach stems from observations that the guidance we offer confuses marketing with sales. The job of sales is to drive those leads through to conversion.  The best sales reps, it turns out, are just as good at marketing as they are at selling. spams” their network).

Yesterday, I gave a Biznology Webinar called, “Using Social Media for B2B Sales.” ”   B2B marketing and sales have always been divided, but those days are over. Social media is a tool and B2B marketers and sales people must both use it. Does your sales team know what to do? It’s both. Social media is the same.

During my now 3+ year engagement with InsideView, I’ve had the opportunity to connect with dozens of InsideView customers, explore their business drivers for selecting a sales intelligence solution and discover benefits realized.   Sales 2.0 Sales Data Sales Intelligence Social CRM Social Selling B2B b2b sales crm 2.0

Early sales stages get an overhaul. Keeping in line with our research underlying the importance of teaching insights to customers, the sales process must evolve. Most organizations have a sales process oriented to identification of needs and alignment of solutions to those needs. Your customer becomes your biggest competition.

The Shifting Eras of Sales Over Time. How will the best sales organizations respond? Sales Insights Challenger Rep Challenger Selling Model Insight Selling Sales Messaging Sales StrategyWe believe we are fast watching the death of solution selling. If a customer has assessed their needs, you’re too late.

For years, we’ve helped B2B companies better align their sales and marketing teams. When both groups work toward a shared vision and similar objectives, they increase bottom-line performance with more efficient sales operations and profitable marketing activities. The sales team [.].

Making Monday Morning Sales Meetings Easy for Remote Teams    . For this Making Monday’s better post I wanted to talk about what is often the most common and mundane part of the Monday routine and that is the sales team conference call.  Let me know how you make life better for your sales teams and more efficient as well.

How Buyers Buy Top 10 Bidding Process Reverse Auctions Sales Approach Sales Channels Sales ProcessThe rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions.

Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager.  If you have a Monday morning sales meeting, be prepared.

It’s a perennial complaint we hear from B2B marketers: “We did all this work to put together a great sales tool/piece of collateral/campaign, but Sales refuses to use it! In our research into Sales/Marketing alignment, we’ve noted two things: first, salespeople reject 80% of the tools Marketing creates for them.

Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. That’s why I like to call them “sales enablers.”. Overall, I think 3D CAD models and 2D drawings are extremely effective in generating more sales-ready leads for manufacturers and industrial distributors.

B2B marketing and sales is still about people. Lead Handling and Nurturing Sales and Marketing B2B Marketing SalesPaul Mosenson, President of NuSpark Marketing, is a very handy colleague to have. As a content aficionado, he frequently forwards valuable B2B marketing info that I might miss seeing otherwise. The 202 pages in [.]

Shortening the sales cycles is important because it leads to higher profit but also because sales cycles (certainly in B2B) appear to be longer than before. Research Sales B2B buying process George Silverman HubSpot OneSource Outsell Sales 2.0 sales cycles word-of-mouth

  Sales Leadership: The lost art of discovery : Sales Training. As I am finalizing a program for a client of mine I thought I might share my thoughts around sales training. Perhaps it’s the email/technology world we live in, short attention spans, or simply the lack of improving the level of professionalism of our sales teams. 

Here at CEB’s Sales Executive Council we are both excited and humbled by the global excitement for our research profiled in The Challenger Sale.  It’s very likely that the best sales professionals have effectively sold this way for years.  Challenger reps are not the silver bullet to every possible sales scenario. 

Increased sales from new products from 6% to 24%. Total sales in 2012 grew 6% compared to the 2.1% This is evident in results, which are moving Skyline ahead of the competition by increasing product sales by 18% and exceeding projected industry growth by approximately 4%. They do research. Competitors’ products perform.

Sales leaders face a similar dilemma today. Many realize their sales organizational structure is out-of-date and needs to be modified (or in some cases completely overhauled) to better meet customers’ needs, drive continued internal efficiencies, and stay competitive in the market. The Buzz Sales Org Structures

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales.  In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.  Sales DNA. 

During many of our sales management consulting engagements we initially are confronted by the existing sales manager and or members of the sales team-if no sales manager is in place.  First, you need to determine where your current sales management program is and where it may need assistance. 1, 2, 3, 4, 5.  .

Have Sales 2.0 Sales 2.0 Tags: Sales 2.0 tools crossed the chasm to the stage of the early majority? Do these low risk, user-friendly tools accelerate the adoption of technology? Conference Technology innovation cloud computing Bluewolf Crossing the Chasm Geoffrey Moore

Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.

Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’ Perhaps this is the single most important factor contributing to the great sales & marketing divide.

'Align sales and marketing for sales lead generation | Why It’s Not Working. Each day I hear the drumbeat… Align Sales and Marketing for revenue results. Marketing and Sales are as far apart as ever in most firms. Align Sales and Marketing is a message that is squarely directed at Riders. “Really?”

Simply put, Sales Enablement is about providing an organization’s sales force with the information needed to increase sales. Sales people need access to relevant information without having to open up a laptop, boot-up, sign in and spend a lot of time searching for the information they need.  Solidify a Sales Methodology.

Sales Leadership; Be  Prepared. Sales leaders face challenges every day and being prepared as much as you can be is critical success factor/CSF. So what can a sales manager do to help themselves? 1)      Create a 90 day sales training plan, with dates, times, topics planned in advance. 4)      Always recruit!  link].

Sales people love selling stuff to other people. Inside Sales Lead Nurturing Lead Qualification Sales – Marketing Alignment Demand Generation drip marketing marketing purchase cycle Sales sales-qualified leads sqlsThey are. [[ This is a content summary only.

An effective B2B Sales Playbook can energize your sales team and make them more productive in closing new sales. The sales playbook is an important tool that Marketing often uses to provide invaluable marketing information and sales tips. Sales playbooks exist in many styles and forms. Keep it simple.

In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? I have never heard a sales course talk about aspirations before.)

HubSpot’s blog featured a guest entry yesterday from Sales 2.0 CEO Nigel Edelshain, entitled “ What the Heck is Sales 2.0 (& Why Should I Care)? ”  Nigel, as I found out in the article, is the man who coined the term “Sales 2.0:”. Sales 2.0 is about sales people using Web 2.0

Sales Management Thought Leadership:  efficient effectiveness. What does this have to do with sales management?  Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sunday was “Boom’s Day” the largest fireworks display in the U.S

Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Unless you want your inside sales professionals to be mere data entry clerks, test your lists! My team did.

Yet budget is what is going to enable marketing and sales to adapt to the changing buyer, move them faster through the buying cycle, and ultimately drive revenue.  He informed me that while we needed process, we could not interfere with sales. Each VP was there to report his mid-quarter sales projections.  Embrace the Change.

The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. Technorati Tags: B2B Leads , Lead Generation , Sales Leads. B2B Leads Lead Generation Sales leads Sales LeadsLet’s start with direct marketing methods.

For b2b sales and marketing execs eager to break down the silos, don’t look to software to close the loop,  according to b2b sales expert Brian Carroll. In this video from MarketingSherpa’s recent 2010 B2B Summit Carroll talks about the key ingredient to aligning sales and marketing departments. Sales & Marketing

(the following is a guest post from Nick Toman, head of the Sales Executive Council, our sister program for heads of sales. It originally appeared on their blog, T he Sales Challenger.). Customers increasingly don’t need Sales’ help or expertise. Leading sales organizations will find ways to shape customer demand.

It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. On average sales reps will spend 24.1% The important task of sales research.

This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. You are now in the  TOP 10% of sales/marketing people in the US. Congrats you just made the  TOP 5% of sales/marketing people in the US. Welcome to the  TOP 1% of sales people in the USA.

B2B marketing B2B Sales business cartoons marketing curiosity martoons Sales sales forecast[[ This is a content summary only. Visit my website for full links, other content, and more! ]].

CRM Integration Customer Acquisition Salesforce.com Marketing Automation saas SalesIf you run a software-as-a-service (SaaS) business or happen to be the Vice President of Marketing at one, you need to have marketing automation in place. Why you may ask?

Sales Intelligence Social Selling uncategorized Microsoft Dynamics Sales 2.0 jigsaw oracle oracle crm on demand google twitter netsuite social media social intelligence linkedin B2B Sales Data customer 2.0 social selling b2b sales cso bloggingThe growing popularity of sites like Facebook, Twitter [.]. Enterprise 2.0

It’s a common refrain heard from both global Sales leaders and L&D professionals at the moment: Sales talent development efforts have been too ad hoc for too long, and it is time to seriously re-evaluate how we can best “professionalize” the sales organization in the face of a rapidly changing sales environment.

Regardless of the business you are in,  you have some type of sales pipeline whether that is someone walking into your store and browsing around or someone entering a long and complex sales cycle to make a capital investment. How long were they in your sales cycle? Now take a look at your sales pipeline.

It has long been debated whether selling effectiveness can best be addressed by improving Sales Reps skills, or by providing Sales Reps with the right Sales Tools. So what''s it worth for you to pay attention to this critical balance between Sales Skills and modern Sales Tools? No way. No way.

The buyer’s knowledge state, what we call Buying IQ, is of vital concern to the salesperson in terms of adapting the sales approach, or pitch. It is also essential to accurately pre-qualifying, forecasting, sales opportunity and overall sales performance.

Closing more opportunities is the goal of any B2B sales organization. None of this is possible in B2B sales without having conversations with the prospects and other stake holders. The challenge that most sales people are having is that decision [.]. Prospecting Sales 2.0 Sales Intelligence B2B b2b sales CRM crm 2.0

Align Sales Compensation with Your Goals. Note: This weeks blog is a excerpt from my new book: “Creating High Performance Sales Teams” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. Are your sales goals orders- or bookings-based? Understanding Cost of Sales.

Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Why is this so? Their only leisure time to do research is on the weekend.

Jim’s point – Doing what we did in the past will not improve sales performance. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. According to CSO Insights. the following statistics were just released.

You have often heard the saying; ‘a house divided among itself will fall’  The same is true of the sales organization. However, However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. Is There An Enemy Within?

The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting. With my background in sales, I relate to the personality traits that made me so successful in winning business. Sales Expert Jill Konrath. Modest salespeople work well on modern sales teams.

Some of m y favorite sessions at the event were about sales enablement – where the current practices are, and how they can be improved to drive sales productivity (efficiency and effectiveness). To make them more competitive – Executives don’t want a sales pitch. The #1 reason sales does not make quota?

B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.

Sales Leadership: your menu for personal and professional success. Several of our recent blogs have begun to discuss the business and sales management aspects of being prepared for 2011. 3)      Be Real, Be Warm, Be More: As sales leaders or as individuals it’s about caring, understanding, listening and assisting others in their life.

In this interview she shares the real reasons why buyers don’t make the expected buying decisions, and how sales people can help potential buyers make good buying decisions much faster than as is typical. have been writing books on Buying Facilitation(R) since my first book came out in 1992 (Sales on the Line). Why not? Imagine!

To reduce this information asymmetry there is a need for Sales teams to be aware of all the activities that the prospects are doing on the site. What you need in a B2B environment is a system that can talk to both Sales and Marketing. Here are some of the features that any Sales Analytics tool you choose to buy should have.

According to a recent study by IDC’s Sales Advisory, the majority of sales reps are not able to effectively engage with today’s more empowered, skeptical and frugal buyer. The Bad News: Most companies are not getting Sales Enablement right, and this is costly. This is a good news / bad news story from IDC.

Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line. CDT, noon EDT. Review these timestamps.

In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?

Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.

Many companies recognize the importance of marketing and sales alignment, yet they struggle with the task of creating and maintaining alignment between these organizations. One of the issues in many companies is that, the sales organization’s measure of success is different than the marketing organization.

Customer case studies pull major weight among your marketing and sales materials. References are so valuable that a strong one can actually shorten the sales cycle. Even more impressive is just how much references mean to buyers – so much that sales reps may be able to bypass other steps in the process.

As B2B marketers , many of us have mainly focused on lead flow to sales as our key driver. Lead flow is definitely an important and vital part of good B2B marketing and sales alignment, but it is not the only area that should be focused on.

We see it play out again and again across all parts of a sales organization – whether we’re developing or cascading sales strategies, selecting metrics , creating new sales tools , or building training.  Sales Insights Sales ToolsAnd because of that, we often end up building solutions to the wrong problem. 

If you’ve ever spoken to an Executive Recruiter about filling a vacancy in the sales organization at your company, you’ve probably heard the term “Hunter” used to describe the profile of a top-notch sales candidate.

In the b2b world of long sales cycles involving multiple decision-makers and influencers, sales funnel leakage is one of the most challenging issues Sales and Marketing face. It occurs when Marketing Qualified Leads are passed to Sales but do not actively enter the sales cycle, and as a result, fall out of the funnel.

Social media has become a defacto marketing tool for any organization, but it’s incredible how scared sales managers and teams still are of letting their sales reps join the sales 2.0 Prospecting Sales 2.0 Sales Intelligence Social CRM Social Media Tips Social Selling B2B b2b sales crm 2.0 party. customer 2.0

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. 2013 - The Year for Sales Enablement? The demand for better Sales Enablement has increased dramatically over the past three years.

by Michael Martin | Tweet this If enabling sales is one of your goals in 2012, then marketing is going to have ask the sales reps what they need. Yet, when a sales rep feels they’re working with a lack of resources, this is the kind of frustration you might encounter. Sales reps are trying to respond to individual leads.

B2B Sales and Marketing: my, how the world changed. Listen to the Focus.com B2B Sales Roundtable here. Focus.com hosted another great roundtable on B2B sales with three top sales experts. Sales 101 does not get the job done anymore. The basic sales call, understanding needs, writing a proposal is not enough.

B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Sales is poorly equipped to deal with this reality. What does Sales really need to be effective? Why does sales need help from marketing? Sales tools.

Jenifer Lambert, Vice President of Sales and Marketing, TERRA, decided to use this opportunity to launch her sales efforts into the 21 st century. The company’s existing sales process was proving to be a dinosaur predicated heavily on “intentions, moods and temperament.” she explained. Clarifying messaging. Optimization.

Planning Your Sales Training. In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. Ken@Aacumenmgmt.com. link].